Overview

The Chinese domestic market plays an increasingly important role in the international economic network as a low-cost production location, and as one of the largest and fastest-growing economies in the world, it should not be underestimated in terms of sales. However, many German entrepreneurs still complain about what they consider to be unfair conditions for doing business in China and the associated difficulties in negotiations. This work explains the causes of the difficulties that can arise during negotiations. In order to improve intercultural understanding and communication, the history and culture of China are first discussed. In addition, typical Chinese management strategies are explained so that readers can sharpen their own awareness and perception of typical behaviours, thereby enabling them to steer contract negotiations in the desired direction at an early stage. Finally, recommendations for action are provided, summarising the results of literature research and expert interviews.

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